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Franchise agreements in black and white – with respect for the grey areas


This sponsored content was provided by Deloitte.

In an earlier entry we explored the way a franchisor’s choice of business partners can influence the nature of the business going forward. Segmenting and selecting franchisees is a way to steer a relationship toward certain characteristics. To be certain those decisions will work as intended, a franchisor needs to be able to back them up effectively on paper.

In structuring a franchise agreement, however, backing up an understanding shouldn’t always mean locking in rigid terms. On some things, you won’t want to budge. In other areas, you’ll want to maintain flexibility. Otherwise, events might overtake you.

After all, agreements last a while—often as long as 10 years—and a lot can change. You may also have multiple agreements in play at once, all of them rotating through different termination schedules. You’ll want the ability to make adjustments.

The first step is to be aware of risks in the business environment. What can change over the course of a franchise agreement? A lot. Technology moves fast. Regulations and legal standards change – as franchisors subject to recent “joint employer” rulings can attest. And the competitive environment that shaped your agreement on Day One can look very different a few years later, even in industries or business models that appear stable. Take burgers, for example. Franchises have been selling them for generations. But who knew a few years ago how quickly boutique and gourmet burgers were going to rise as a threat to more familiar paper-hat operations?

Identified risks should be explicitly assigned to the appropriate owners in the franchisor/franchisee relationship.  Regulatory compliance matters such as employment responsibilities and operations licenses are common examples.  In other areas, to borrow a phrase from politics, the parties must work to address “unknown unknowns.” It’s in the franchisor’s interest to make sure those future liabilities don’t all wind up at headquarters.

This is also a time to try to take risk out of the work you’re embarking on together. While the means may vary by business type, a franchise agreement that de-risks future operations wherever possible is one that is likely to remain mutually rewarding over the long term.

There can be a lot to process. Consider the way our Deloitte teams typically approach the challenge: Initiating franchise relationships is only one of five lifecycle stages we focus on, and in that first phase alone, we typically break out more than a dozen areas of concern, from site selection and construction to finance and marketing. One of those areas is subjecting franchise agreements to risk analysis – and that analysis takes into account 23 distinct components, from fees to advertising to equipment.

Finally, a franchisor and franchisee should set up explicit mechanisms for amendments, renegotiation, or early termination when they draft their agreements. If a deal is too rigid, the ways to change or break it down the road can involve disruption as well as costs and lawyers.

You and your franchisees didn’t get to this point without a measure of mutual appreciation. You intend to do business together for a long time – some longer than others, of course. The franchise agreement you craft together now can be a primary driver for how smooth the relationship is over time.

Be sure to read Kevin's other post regarding franchisee selection here.


Kevin Lane - Principal, Franchise Advisory Services Leader
Deloitte & Touche LLP
With over 20 years of professional experience in advisory services, Kevin has served in a variety of leadership and technical roles over the course of his career.  In recent years, he completed an overseas assignment in South America, repatriating to the United States in 2013 to the Dallas/Fort Worth area.  Kevin now serves a variety of Consumer & Industrial Products (C&IP) clients throughout the U.S. in meeting their risk and compliance objectives.  His areas of focus include compliance, third-party risk, and operations. In addition to leading advisory teams for select C&IP accounts, Kevin serves as Deloitte Advisory’s leader for its Franchisor Advisory Services initiative.  Learn more about Kevin and connect with him here
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The latest news, opinions and commentary on what's happening in the franchise arena that could affect your business.

Tom KaiserTom Kaiser is senior editor of Franchise Times. He can be reached at 612.767.3209, or send story ideas to tkaiser@franchisetimes.com.
Beth EwenBeth Ewen is editor-in-chief of Franchise Times. She can be reached at 612.767.3212, or send story ideas to bewen@franchisetimes.com.
Nicholas UptonNicholas Upton is restaurants editor at Franchise Times. He can be reached at 612.767.3226, or send story ideas to nupton@franchisetimes.com.
Laura MichaelsLaura Michaels is managing editor of Franchise Times. She can be reached at 612.767.3210, or send story ideas to lmichaels@franchisetimes.com.
Mary Jo LarsonMary Jo Larson is the publisher of Franchise Times Magazine and the Restaurant Finance Monitor.  You can find her on Twitter at




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